CA-Head of Commercials

Job Description:

Role Overview

We are looking for an experienced Head of Commercial to lead commercial strategy and operations for a technology-driven B2B marketplace in the steel, construction, and building materials sector. The role will oversee pricing, profitability, contract management, procurement coordination, cost optimization, working capital, and commercial compliance.

The ideal candidate will bring strong commercial acumen, financial expertise, negotiation skills, and leadership capabilities to drive business growth, strengthen governance, optimize costs, and mitigate commercial risks.

Key Responsibilities

1. Commercial Strategy & Profitability

Develop and execute commercial strategies aligned with business objectives.

Oversee pricing models, margin analysis, commercial terms, and profitability across business verticals.

Review and approve commercial proposals, quotations, and tender submissions within the defined authority matrix.

Identify opportunities to improve gross margins, revenue realization, and commercial efficiency.

Monitor commercial performance and present actionable recommendations to senior management.

2. Contract Management & Negotiation

Draft, review, negotiate, and manage contracts with customers, vendors, suppliers, and business partners.

Ensure contracts adequately address commercial, financial, legal, and operational risks.

Manage contract renewals, obligations, service-level agreements (SLAs), and compliance requirements.

Establish and maintain a structured contract repository and tracking mechanism.

3. Procurement & Cost Optimization

Collaborate with procurement and supply chain teams on vendor selection, rate negotiations, and cost benchmarking.

Drive cost-saving initiatives and improve commercial efficiency across procurement and operational activities.

Review and approve purchase orders, capital expenditure (CAPEX), and operating expenditure (OPEX) within delegated authority.

Evaluate vendor commercial terms and identify opportunities for cost reduction and improved margins.

4. Financial Management & Compliance

Work closely with Finance on budgeting, forecasting, cash flow planning, and working capital management.

Oversee commercial aspects of billing, collections, reconciliations, and outstanding receivables.

Improve Days Sales Outstanding (DSO) and strengthen receivables management.

Ensure compliance with GST, taxation, statutory requirements, and internal commercial policies.

Maintain financial discipline and accuracy across commercial transactions.

5. Risk Management & Governance

Identify commercial, contractual, financial, and operational risks and implement mitigation measures.

Establish and strengthen commercial SOPs, the Delegation of Authority (DOA) matrix, and internal controls.

Coordinate internal, statutory, and customer audits and ensure timely closure of audit observations.

Ensure adherence to organizational policies, contractual obligations, and applicable regulations.

6. Team Leadership & MIS Reporting

Lead and develop the commercial team across contracts, billing, and related commercial functions.

Set performance objectives, monitor productivity, and strengthen team capabilities.

Train sales and operations teams on commercial policies, contractual terms, pricing discipline, and risk management.

Prepare and present weekly and monthly commercial MIS, profitability reports, dashboards, and key performance indicators to senior management.

Required Qualifications & Experience

Chartered Accountant (CA) qualification is mandatory. Candidates without a CA qualification will not be considered.

12-18+ years of relevant experience in commercial management, commercial operations, contract management, pricing, procurement coordination, and financial control.

Minimum 4-5 years of experience in a senior commercial leadership position, such as Head of Commercial or Senior Commercial Manager.

Experience in steel, cement, construction materials, building materials, manufacturing, or B2B commerce is preferred.

Strong understanding of commercial contracts, contract law, GST, taxation, costing, pricing, margin management, and working capital.

Hands-on experience with ERP systems such as SAP, Oracle, or Tally.

Proven expertise in commercial negotiations, vendor management, cost optimization, and risk mitigation.

Excellent leadership, analytical, communication, stakeholder management, and decision-making skills.